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©Accenture2002April,2002EuropeanTelematicsSurveyAutomotiveOEMsataCrossroad?2©2002EuropeanTelematicsSurveyAgenda◼Telematicss

tatusquo◼ResultsofEuropeanTelematicsSurvey◼Analysisofmajorchallengesintelematics3©2002EuropeanTelematics

SurveyTechnologydrivesTelematicsWirelessLocalAreaNetworks(e.g.Bluetooth,802.11b,RFID)WirelessInternetTechnolo

gy(e.g.UMTS,GPRS)PowerfulUserinterfaces(e.g.voice,XML,multidevice,miniaturization)Elementsofourenvironmentareb

ecomingincreasingly…▪Connected▪Interactive▪IntelligentMobileComputingPlatforms(e.g.WinCEforAuto,LINUX,Q

NX)4©2002EuropeanTelematicsSurveyTelematicsasBusinessOpportunityOEMsconsidertelematicsasachancefornewstreamsofrevenues▪NewEntran

tsinValueChain▪AggressivePushtoInnovationCompetitors▪DecreasingCustomerLoyalty▪IncreasingMarketTransparencyCu

stomers▪MarketSaturation▪DecreasingProductMargins▪DifficultBrandDifferentiationMarket▪Liberalization

ofDistributionChannelsChangingLegalContext5©2002EuropeanTelematicsSurvey▪SubscriptionFees▪mCommerce▪Insurancepermile▪…▪QualityImpr

ovement▪CustomerLoyalty▪Vehicle▪Parts▪Services▪…▪HardwareSales▪CostReduction▪ProcessAlignment▪WorkingCapitalReduction▪…TelematicsBenefitsCore

BusinessNewBusinessIndirectEffectsDirectEffectsTelematicsBenefitsforOEMs6©2002EuropeanTelematicsSurvey▪Togetuptospeedquickly,OEMshavebeenrush

ingtoinvestheavilyintelematics1▪However,customershavedemonstratedonlymoderatedemandandwillingnesstopayfordevicesandservices2▪Asaconsequence,today

’s$1-5Bmarketvolumeis2-10foldlowerthannumberspredictedin20003andforecastsarecontinuouslyscaleddownfurther4▪Dealing

withenormoussunkcostsandlackingprofitability,OEMsareconcernedthatduetocompetitivepressuretelematicsofferingsmaybe

comeanother„cost-of-doing-business“(suchasairbags)Facinganincreasinglyuncertainmarket,OEMsarecurrentlyreassessingtheirtelematicsstrategiesPayBack?1

GMOnStar:$1.2B,FordWingCast$200-250M3comparedtoUBSWarburgestimatesin20002DuckerInc.,TelematicsSurvey20024McKinseyQuarterly,“Aroadmapfor

telematics”,04/20027©2002EuropeanTelematicsSurveyKeyMessagesTelematicsStudy(1/2)Telematicsisofincreasingimporta

nceTelematicsisacompetitivenecessityTelematicswillprimarilybeusedtoenhancethecorebusiness(CRM,Hwsales,branddifferentiation,costreduction)

Newstreamsofrevenuearebecomingmoreimportant(servicerevenue,mCommerce,usagebasedbusiness)Vehicle-relatedservicesarethemainfocus,but

non-vehiclerelatedservicesarebecomingmoreimportant8©2002EuropeanTelematicsSurveyKeyMessagesTelematicsStudy(2/2)OEMsdominatethetelema

ticsmarketby…▪Controlofbusinessarchitectureandalliancepartners▪Controltechnologythroughtheusageofproprietaryinfrastructur

ePremiumcustomerwillremainthemostimportantcustomersegmentAftermarketprovidersdon’tposeasignificantthreatTheris

kofliabilitychargeswillbesignificantTrafficsafety/dataprotectionlegislationwillimpacttelematicsrevenues9©2002European

TelematicsSurveyOEMSystemsIntegration(CRM,RD,M&S,Productionetc.)RemoteDiagnosticsEmergency&RoadSideServicesLocation-BasedServicesIntegrationwithHome

andOfficeUsage-BasedServices(e.g.insurancebythemile)AutomaticMobilePaymentsInfotainmentContentMobileClie

ntsIntegrationOEMs´VisionFleetSystemsIntegrationCustomerfacingcapabilitiesNon-customerfacingcapabilitiesRemoteFunctionControlDynamicNavigationVeh

icleMonitoringFleetManagementDealerSystemsIntegrationDriverMonitoring10©2002EuropeanTelematicsSurveyCustomerKnowledgemainChallenge5,335

,175,175,174,834,834,1743,833,17123456VeryHighImportanceVeryLowImportance-MainChallengesPerceivedbyOEMs-StrategicChallenges11©2002EuropeanTelemat

icsSurveyMismatchofOEMs’FocusPotentialbenefitsasseenbyOEMsToday'sOEMfocus▪Strategy,nottechnologyshoulddri

vetelematics▪Balancecustomerfacingtonon-customerfacingcapabilitiesaccordingtoprojectedROIs▪Focuseffortsaccordingtomost

attractivecapabilities(I.e.“pull”capabilities)12©2002EuropeanTelematicsSurveyPotentialbenefitsasseenbyOEMsToday'sOEMfocusO

penPlatforms▪Focusonvehiclerelatedservices(safety/security,vehiclemonitoring)▪Provideopenarchitecturewithinterfacestoperson

al,non-proprietarymobiledevices▪Avoidcustomerlock-in:leverageotherservicesprovidersbyallowingcustomer’schoic

e